B2B Sales, the essential guide’ focuses on professional sales methods, which can help both new and experienced sales professionals to improve their success rates in their interactions with prospects. The idea of the book is to cut off all the non-essential “padding” and only focus on the core principles, thereby creating a book which can be used as an active workbook during a longer period of a sales professionals career.
This book will teach you the basic of empathic communication to build mutual trust and respect relationship. In addition, it will build up all relevant primary and advanced sales techniques from how to structure a good sales conversation to analyzing your counterpart’s personality types and thereby analyzing their motivational triggers. This will ensure a professional sales cycle in all aspects of your deals.
I have experiences from 16 years of work with sales and marketing teams in international IT companies which have given me deep insight into the mentality of successful sales dialogs. Through the past ten years, I have used a large part of my working time on training sales professionals in different sales and communication aspects.
I find it useful to manage expectation in all aspects of life, especially in business. One of the worst thing I know is going into a meeting without an agenda, not knowing what to expect, what will the content be, what is expected of me in the meeting and what is the expected outcome of the meeting. But most essential; why is the meeting important for me, why is it worth my time joining the meeting?
Therefore, I strive, in all my books, to explain straightforwardly why you should spend your time reading it. What´s in it for you.
The book will help you:
•Create a bond between you and your prospect from the very beginning of each call. Ensuring your prospects feel comfortable opening up to you.
•Create a clear structure in your call. This makes it easier for you and the prospect to remember what has been talked about and agreed. A good structure also makes your prospe
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